Writing is one of my life’s pleasures. It is a part of my everyday life – part of my breath. I wake up with an idea that I need to share, and run to the computer to write. Minutes later I have an article that I put away for a few hours, and revisit later [...]

Three years ago, I attending the World Future Society annual conference. I attended a workshop run by a handsome, smart, fast-talking Brit and his equally smart partner. They introduced me to a world of thinking so far outside the technology box that my world became brighter. In fact, my world became a paint box. Among [...]

What differentiates us from our competition? Not a lot. Let’s look at that in detail.

Product similarity: Our products are pretty similar at this point. While we can recite chapter, line, and verse how our offering differs, the client hears similar stories from all vendors. They just want to get a business problem resolved in a [...]

Last year I got an email from a man named Avneet Jolly (Great name, right?). In it he asked if I wanted to be a contributor to his site that had articles by people with good knowledge and thought-provoking ideas, and who had a baseline thinking based on ethical values. Why, YES, thank you!

Sales can be a tough business. We all know that. Given that it still focuses on the problem/solution end of the buying decision cycle, and that when we meet them, buyers still have so much to do before they are ready to buy, we end up having to go through all sorts of contortions to get [...]

For decades, if not centuries, we’ve written books about, lectured about, and trained about, the virtues of Open Questions.
I’m here to denounce the myth that they are good in all instances: I actually believe they are used most effectively at the back end of the selling/buying cycle and have no role to play in the buying [...]